PSY 105 Lecture Notes - Lecture 13: Physical Attractiveness, Social Comparison Theory, Realistic Conflict Theory
27 Apr 2018
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Persuasion Strategies
- source : is knowledgeable and likable, similar to us, presents both sides of an issue
- foot in the door- get them to agree to something small so they will agree to something larger
later
- door in the face – ask for something very big knowing you will get turned down, but then ask for
a smaller item you really want
- appeals to fear – ads make it seem like something bad will happen if you do not comply
Physical attractiveness and contextual factors
1. attention grabbing
2. attractiveness can help form attitudes ( conditioned response to products that have been linked
with attractive models
3. low involvement
4. eg. Cologne that makes you smell good. Not gonna really change deeply felt attitudes, short
lived and it is a peripheral cue
Categorization
- shortcut needed to reduce the complexity of the social world
- the human mind must think with the aid of categories
- these categories are the basis for normal prejudgement, usually a good thing, simplifies our life
and helps to make decisions quicker
- how they help us? Learn from the past. Eg. Thinking of a dog activates an area that deals with
living objects
- quickly learn what to approach and explore, and what to avoid
Social categorization
- based on perceived groups in society
- can create attitudes which influence individuals to react to a situation in a similar manner to
what they did previously
- consequences – apply to social situations and in particular to social groups. These attitudes can
influence numerous aspects of everyday interactions. Get a strong tendency to divide other
people ito doig thigs they do’t regularly do.
Problem with categorization
- forms largely automatically and use them in the same way
- categorizing something wrongly can cause you to lose your understanding of yourself, be
mistunderstood, lose your true search for who we are( or what the thing is)
- leads to ease knowledge assimilation and decision making in potentially complex situations, and
these attitudes are related to subsequent behaviour
ABCS of Attitudes are – cognitions(beliefs), affects ( emotions) and behaviours
ABCS of out-group attitudes – stereotypes, prejudice, and discriminations
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Persuasion strategies source : is knowledgeable and likable, similar to us, presents both sides of an issue foot in the door- get them to agree to something small so they will agree to something larger later. Physical attractiveness and contextual factors: attention grabbing, attractiveness can help form attitudes ( conditioned response to products that have been linked with attractive models low involvement, eg. cologne that makes you smell good. Not gonna really change deeply felt attitudes, short lived and it is a peripheral cue. Thinking of a dog activates an area that deals with living objects. Quickly learn what to approach and explore, and what to avoid. Based on perceived groups in society can create attitudes which influence individuals to react to a situation in a similar manner to what they did previously consequences apply to social situations and in particular to social groups. These attitudes can influence numerous aspects of everyday interactions.
